Spotlight Magazine

PERSPECTIVE

It’s Your Story — Pass It On!

In the month of March, history was made once again! Between.
American Income and National Income, we busted through the
previous all-time record of $6,700,000 and hit $7,200,000.

Many of you broke your personal bests this month as well

Now isa time to rejoice in our accomplishments and focus on
what it takes to get us to the next level. In order to do this we

must first look inward at who we are, where we have been and

where we are today. The challenge is to imagine where we will
be tomorrow.

cesses we have had,
they usually say, "You're lucky! You have the law of momentum
working for you" 1, however, beg ro differ! Yes, we have
momentum working for us, and it certainly is fun to ride that
wave, But what we really have isa group of great people who
are willing to evolve, willing

When I talk to people about the great su

You are working with the greatest Company in the history of
‘American business — pass it on! At a time when so many are
unemployed and closures are as common as the losses in the
stock market, you are with a Company experiencing tremendous
growth, We have not felt the effects of the slowing economy,
we have been too busy increasing our field force by 35 percent,
increasing our Agencies’ staff and increasing our numbers at the
Home Office — pass it on! Our Producer contracts create а
culture of long lasting relationships between the Company and
the field. The idea is not to stay in for three years then leave,
but to build relationships lasting ten, 15 and 20 years or more
pass it on! Our new monthly bonus is one of the greatest bonus
programs found in the insurance industry today. Almost one
and a half million dollars has been paid to you in the first
quarter of 2002 alone — pass it on!

American Income and Torchmark

to step out of their comfort zones
andl learn and continue to learn
the craft, whether itis as Agents,
PR. Representatives, or as
Managers and leaders. This
transformation you have
indergone to chart your course
plan your goals, to accept
responsibility and embrace the
visions and goals of this
Company — is a tribute to all
of you.

Just look at the American.

FROM THE DESK OF

Marketing Officer of
American Income Life

"Change is the end result of all rue learning."

are rock solid. We believe that it is
not business at any cost. If it is nor.
good for the policyholders, for the
field force and the Company — if
the decision we make does not help
all three — then it is simply no
choice worth making. This isa
great philosophy — pass it on!
Ours is а great story worth telling
and it deserves to be passed on.
The American Income story
continues to grow with each new

— Leo Buscaglia | change we put into place.

Roger Smith
President £ Chief

Income story. Two and a half
years ago, production was down; our Agent count was down;
spirit was low and the future was uncertain, However, this has

become a story of great turn-around where we have realized
ina of 15 percent, 20 percent and 30 percent just in the
first quarter of 2002. This story is our story which we are
building and achieving together.

We all have great stories to tell. Now is the time to pass them
on and let everyone know just how far we have come! They say
the trouble with experience is that by the time you have it, you
are too old to take advantage of it. Гуе got news for you — you
all have it! You have the experience, und, God willing, you

have years ahead of you to finish your stories. Your stories are
important, and it is important that you pass them on. Yell it
from the rooftops if you have to. Listen to others, and listen to
their stories, help each other complete their stories, ond don't
let opportunity unlimited stop at any level

Ac the start of 2002, I shared my
vision and goals for the coming year, along with redible
achievements for 2001. The words I used were, “The shining
light of Torchmark, a far cry from where we were two years ago.”
More importantly, I described the feeling I experienced when 1
watched the movie "The Magnificent Seven.” It all then.
became clear when Yul Brenner turned in his saddle and simply
said, "Ler' ride!"

This is what the year 2002 is all about — it is about saddling up.
with our presentation books, a handful of leads and an
indomitable spirit of success. It is about taking what seemed
impossible just two short years ago, and showing the world what
is not only possible, bur what has become an incredible real
It is about banding together as a team, to teach each other,
support each other and collectively achieve every goal we set
ош to accomplish. So, Let's ride!”

2 SPOTLIGHT APRIL 2002 = WWW.AILIFE.COM

JB. MOSS LONG TIME LABOR LEADER DIES
1935-2002

J.B. Moss, 66, International Vice President of Office & Professional Employees International Union, and Business
Manager, OPEIU Local 277, of Fort Worth, Texas died April 10, 2002. Funeral services were held at 1:00
p.m. Monday, April 15, 2002 at Birchman Baptist Church in Fort Worth, Texas.

J.B. Moss was born in Mineral Wells, Texas on June 28, 1935 to Hazel and L.B. Moss. J.B. graduated from
high school in Sweetwater, Texas in June 1952. He attended Texas Tech University before being inducted
into the Army in 1953, and was honorably discharged in December 1955. In June 1960, J.B. completed his
education at Texas Christian University, receiving a Bachelor of Science in Commerce. J.B. was also a 32nd
degree master mason at Southside Lodge 1114.

J.B. was a resident of Patillo, Тез

for 19 years. He loved ranching, raising cattle and racing quarter horses,

J.B. professional career began at Convair on Dec. 8, 1955 when he was hired in fabrication. After being
layed-off in 1956, J.B. was recalled to logistics in 1958 where he worked until he was elected as President of
OPEIU Local 277 in 1960. J.B. retained that office until 1990. He served as business manager for Local 277
from 1960 until his death. J.B. was elected by the international membership as international vice president of
region IV in June 1978 and held that position until his death.

J.B. Moss had a long career in the labor movement. In addition to his membership in the Office Se
Professional Employees International Union (OPEIU), J.B. previously held memberships in the International
Association of Machinists (IAM) and United Auto & Aerospace Workers. ].B.s interests were constantly
focused on helping better the position of white-collar workers. On behalf of OPEIU Local 277, J.B. organized
several freight companies in the metroplex, ARA, Chicago Pneumatic Tool Company and the clerical workers
at various union offices. He also organized American Income Life Insurance Company, Owens Illinois Glass
Company, both in Waco, Texas, and the Cleburne Credit Union and Webber Aircraft in North Texas. J.B.
represented the clerical and technical office workers at General Dynamics, now Lockheed Martin
Aeronautical Company, Computer Sciences Corporation and Kaiser Permanente CSC, and AIL. J.B.
negotiated multiple contracts benefiting the white-collar workers at these businesses over his career.

J.B. is survived by his wife, Martha J. Moss; parents Hazel and L.B. Moss; children Scott Moss, Kelly Moss,
Shelly Moss and Carla Crider; brothers Jack Moss and Freddie Moss; grandchildren Stella Alvarado, Jason
Moss, Michael Crider and Rebekah Crider; five great grandchildren and a host of other relatives and friends.

SPOTLIGHT APRIL 2002 m WWW.AILIFE.COM 3

EDITOR’S PAGE

Dates to Remember
Friday, April 26, 2002
All business and PR. credits must be received in Waco to count for
April production,
Monday, May 27, 2002
"The Home Office will Бе closed for Memorial Day
Wednesday, May 29, 2002
All business and PR. credits must be received in Waco to count for
May production
Required Retention Rate
Beginning Jan. 1, 2002, to be eligible for bonuses and featured
in Spotight, top Producers must meet the required Retention
rate, or the minimum Net to Gross ratio",
Net to Gross: 77 percent
Retention: 64 percent
* Net to Gross only used during the Producers ist eight months.

Milestones
$100,000 In Force
The following Agents have $100,000 of in force premium:
Al-Karim Walji. Congratulations АЫ
Daniel Phares, Congratulations Danie

Look For The Asterisk

The place denoted with an asterisk indicates that place
will be a Year-to-Date award winner. The Producers
which will be recognized at the 2003 Disney Awards
Presentation are as follows: The top SGA from each
category, the top two PR. Managers and the top three
Representatives from each category, the top five MGAs,
the top SA, the top five GAs and the top ten Individual
Producers. Check your production, if there is an asterisk
by your position, you could be an award winner.

Founder's Club Outstanding Producers

First Quarter

Times
ШП

Larry Adebesin
Jim Bianchi

Matt Blumert
Durhon Oldham
Gary Bieler
Mark Zipper
Eric Giglione.
Scott Smith
Rok Aig

Mark Blolor
James Dattilo
‚John Reinbott
Charles Todd

Al-Karim Wali

Total
NelALP Н. | Retention

American Income.
Life Insurance.
‘Company for the
dissemination of
information to its
Agents. Permission.
must be obtained
prior to reproduction
‘or other use of
material herein.

“Percentage of Net Gross

Founder's Club Outstanding PR. Representatives

First Quarter

Times

Йй

Ramin Кошай}
Tim Schroeder

Darrell Dorey
Patti Morgan

MARKETING
09
Brena Full
nella
nar Amer
Lee Gall

Number of
Carde/Oroups

d

wesle com

92002 by American Income Life Insurance Company
p

4 SPOTLIGHT APRIL 2002 = WWWAILIFECOM

Let's Ride — $75 Million in 2003

Jared Kerchens
Rick Alig
Wisconsin

Danil Mendoza
Mare Zipper

Florida

Jeremy Robertson
‘Steve Friedlander
Mew Zealand

Eric Stuedeman
Mare Zipper
пода

Brian Bowers
Ere Giglone
New Jersey
Jeff Hermes
Kevin Рамона.
Texas

‘Sarah McGahan
Danie Zeoli
Massachusetts
Robert Ulreich
‘ato Foti
p

PROMOTIONS

Sara Bares
Scot smith
"nois

David Cassidy

Fick Allg

‘Ontario

Emmanuelle Fantoli
David Cohen

Alvin Miller
‘Mike Jones

‘Ohio

Jacquline Robinson

Amy Россо
Home lien
Rhode and

Charles Beaver
Loyd Fitzgerald
Tas

Garrett Castillo

«Scott Smith

lois
Benjamin Figueroa
Guy Rovelle

Nes Hampshire
Asim Mandhai
David Cohen
Calfoa.

Lynn Morgan

ман Blumert
Maryland

Matthew Schrimpt
Larry Geneser
Wissour

Billy Vinyard

Larry Geneser
Missouri

Bruce Davis
Chris Lafond
Nebraska
David Jackson
James бизсе
омо

Joshua Robinson
‘Goneser-itman
тов.

Diana Chamblee
Lamy Genese

pm

Showntineal Hughes
Robert Glover

po

James March

Es Ore

Tos

Sharron Poole
Algar

Ontario

Damani Singleton
Ene Gigone

Now Jersey

Michael Wade-French
Steve Fedander

New Zealand

Barty Dardo
Erie Giglone.
Pennsylvania
Charles Jones
Mare Zipper
Fria

Mare Rosen
Ene боле
New Jersey

Volodymyr Derevyanyy Leanne Hughes

Fick Aig
КЗ

SPOTLIGHT APRIL 2002 m WWWAILIFECOM

Ere Gigione
New Jersey

Susan Bergh
Eric біп
New Jersey
Donna Coffey
David Cohen
Caltoria

Jeanne Intertpal

Clifford Maurer
Ed Orel

Tomas

Dustin Raum
Rick Ali

North Dakota
Camy Smith
Tom Willams
Florida

Steve Fujitani
Fick Aig

Hawaii

Robert Lewis
Kevin Pawlowski
төз

Anita St. Arnaud
Cohen Hartman
po

David Melcher
Chris Lafond
Nebraska

. INDIVIDUAL PRODUCERS

Dallas, TX

Appleton, WI

5. Jeremy Baker
Kansas City, MO

W 7. Joseph Moore

9, Erik Martinez
Fairview Heights, IL.

Jacksonville, FL

Woodridge, IL

Raleigh, NC

Auckland, NZ

Columbia, SC

SPOTLIGHT APRIL 2002 = WWWAILIFECOM

All Time Record to Beat

Net ALP Year
$41,337 2001

- Aaron Samples

. James Dattilo

. Zachary Hart

|. Timothy Cruise

. Jeremy Baker

. Jefferson Moyers

. Joseph Moore

. Steven Calver

. Erik Martinez

. Shannon Le

. Сапа Miller
Ruben Soberanes

. Marcellus Adams

|. Frank Perez
Lori Turping
Lance Brown.

. Jennifer Baron

j. Patrick Duray
Harold McSweeny
Preeti Sahgal

. Jim Bianchi

. Billy Vinyard

. Devin Helps
Benjamin Mancillas

j. Carl Boldon.

. Innocent Okeke

. John Reinbott
Harold Cowden

J, Charles Otero

. Marianne Schuts

. Douglas Bauknecht
Robert Terborg,

. Clifford Kearbey

|. Rudi Camenzind

. Steven Lee
Joey Kennedy

. Jay Hurwitz

. Steven Greer

. Barry Deardorff

. Zulfikar Bhukera

. John Kelly

. Denard Cooper

. Donald Spence

|. DeMario Cooper

. Harrison White

. Christopher Nester

Charles Todd
Andrew Rossberg

. Diana Fenrich

. Jason Wooten

NDIVIDUAL PRODUCERS.

David Zophin
James Dattilo
Mathew Hart
Eric Nichols
Vladimir Орга
‘Adam Roberts
John McCreary

Eric Neal
James Logan
Carla Miller

Marcellus Adams
Robert Olson
Dennis Muth
Darren Miler
William Cook
Rob Hay

Paul Rumbuc
Patrick Shehan
Steven Lee

Innocent Okeke
Leanne Hughes
Gregory Partee
Jonathan Saluk
Barbara Leader
Gary Wiliams
Malinda-Rae Lyse
Scott Sonnenberg
Erik Graham

Steven Lee

Gary Williams
Jeffrey Ravnitzky
Paul Rumbuc
Robert Delesky
Abdulrazzaq Ahmed
Steven Lee

Jeffrey Dinocento

Darayl Davis

Brian Waller
Theodore Pappas
Wayne Henricks
David Zophin

SPOTLIGHT APRIL 2002 = WWW.AILIFE.COM

Ed Orell.

Marc Zipper.
Gary Bleier
Scott Smith
Larry Geneser
Ali Shahrak
Furer-Whittinghill
Steve Friedlander
Geneser-Bitman
Hughes-Parekh
Chris Lafond
Jatoft-Foti
Allan Jennings
Scott Smith
Rick Alig
Cohen-Hartman
Tom Williams
Rick Altig
Robert Patterson
Joshua Chalom
Durhon Oldham
Larry Geneser
Rick Ао
Joseph Manone
Scott Smith
Matt Blumert
Eric Gigllone
Hancock-Boles
Richard Rutt
Rick Altig

Rick Altig

Rick Altig

Larry Geneser
David Cohen
Rick Altig

Rick Altig

Tom Williams.
Durhon Oldham
Eric Giglione
Scott Smith
Rick Altig

Eric Giglione
Ramin Коџа
Geneser-Bitman
‘Tyrone Conard
Robert Smith
Scott Smith
Richard Rutt
Joseph Manone
Ed Orell

* Percentage of Net to Gross

7

All Time Record to Beat

à NetALP | Year
Timothy Cruise $242,696 | 2000

. Marlon Underwood

, James Dattilo

. Jeff Hermes

. Mitchell Clem

. Jefferson Moyers

. John Reinbott

. Harold MeSweeny

. Jim Bianchi

. David Wang

. Marc Rosen

|. Charles Todd

. Јову Kennedy

. DeMario Cooper

|. Joseph Moore

. Duane Roth

. Stephen Smithers

Leslie Taylor

. Terrence Bruno

. Timothy Cruise

. Joshua Robinson

. Jennifer Baron

. Ruben Soberanes

. Dallas Dixon

. Ryan Hungate

. Erik Martinez
Keith Zabrocki

. Ramin Maghsoud

. Marcellus Adams

. Mark Bleier
Steven Greer
Matthew Woltanger

. Emmanuelle Fantoli
Roland Parker.
Larry Adebesin
Joseph Ricci
Eric Grier

‚ Norbert Lopez
Derek Sandilands
Moneesha Smith
David Hutton
Larry Wright
Stephen Bright

‚ Douglas Bauknecht

. Jeremy Baker

. Charles Otero
Julie Wells
Carl Boldon

. Joseph Schofield
John Baloun
Benjamin Mancillas

INDIVIDUAL PRODUCERS

Paul Lund
James Dattilo
Don Goodwin
Nickolay Gusev
‘Adam Roberts
Leanne Hughes

Paul Rumbuc.
David Wang
Jeffrey Dinocento
Brian Waller

Gary Williams

John McCreary
Eric Neal
Nickolay Gusev
Fletcher-Taylor
Ladislav Lesanek
Eric Nichols
Fletcher- Taylor
William Cook

Eric Neal
John McCreary
Eric Neal
Bruce Hennick

Marcellus Adams

Paul Rumbuc
Paul Rumbuc
David Ire

Jeffrey Dinocento
Leanne Hughes.

Melinda-Rae Lyse
John Huber
Heather Schurr

Атай Nulman
Gary Wiliams
Viadimir Орга
Jonathan Saluk
Nickolay Gusev

Kevin Bukatman
Rick Choptuik

SPOTLIGHT APRIL 2002 = WWWAILIFECOM

YTD Qualifiers

Scott Smith
Mare Zipper
Kevin Pawlowski
Vlad Basov

‘Ali Shahrak

Eric Giglione
Robert Patterson
Durhon Oldham
Scott Smith

Eric Giglione
Scott Smith
Rick Alig
Geneser-Bitman
Furer-Whittinghill
Geneser-Bitman
Vlad Basov
Geneser-Bitman
Ali Shahrak
Scott Smith
Geneser-Bitman
Tom Wiliams
Jatott-Foti
Geneser-Bitman
Furer-Whittinghill
Geneser-Bitman
Mare Morton
Vlad Basov
Allan Jennings
Gary Bleier
Durhon Oldham
Durhon Oldham
David Cohen
Tom Williams
Matt Blumert
Eric Giglione
Eric Giglione
Tom Williams
Rick Altig

Eric Giglione

Bill Jennings
Robert Patterson
Larry Geneser
Rick Altig

Larry Geneser
Richard Rutt
Vlad Basov
Scott Smith

Eric Giglione
Rick Altig
‚Joseph Manone

* Percentage of Net to Gross

QUALIFIER ‘AGENCY
James байо Mare Zipper
‘Aaron Samples ЕЗ Оті
Steven Calver Steve Friedlander
Erik Martinez Geneser-Bitman
Timothy Cruise Scott Smith
Zachary Hart Gary Beier
Cara Miller Chis Latond
Ruben Soberanes Jatot-Fot
Jeremy Baker LanyGeneser
sim Bianchi Duron Oldham
Jefferson Moyers — Ai Shahrak
John Reinbott ^ — EricGiglone
Joseph Moore Furer-Wnitinghil
Douglas Bauknecht Rick Alig

Rudi Camenzind David Cohen
steven Greer Durhon Oldham
Marcellus Adams Allan Jennings
Steven Lee Fick Aig
Shannon Lee Hoghes-Parckh
Joey Kennedy RickAlig
Lance Brown Cohen-Hartman
Frank Perez Scoti Sith
Preeti Sahgal Josh Chalom
Charles Todd Scot Smith
Devin Helps Fick Alig

Carl Boldon Scot Smith
Lori Turping Rick Alig

Gene Noury Dan Zeal
Jennifer Baron Тот Wiliams
Patrick Duray Fick Alig
Harold McSweeny орел Patterson
Mark Bleier Gary Bleier
Billy Vinyard any Geneser
Benjamin Mancillas Joseph Manone
John Franklin DavidConen
Donald Spence Ramin Kouadj
Innocent Okeke Май ите
Harold Cowden HancockBoles
Charles Otero Richard Rutt
Alan Buck Luymes Rick Alig
Matthew Wolfanger — Durhon Oldham
Marianne Schuts Fick Alig
Robert Terborg Rick Alig
Синога Kearbey (апу Geneser
TimothyThompson Robert Smith
Harpreet Gujral — RékAltg

Jay Hurwitz Tom Willams
Barry Deardorft Efic Gigione
Steve Fujtani Rick Alig
Zullica Bhukera боой Smith
Volodymyr Derevyanyy Rick Alig
David Hausman Eric Gigone
John Kelly Rick Alig
Denard Cooper Eric Gigione
Wiliam Heath Mk Hancock
Maurice Davies Steve Fiedende
DeMario Cooper Geneser-Bitman
Harrison White Tyrone Conard
Christopher Nester Robert Smith
Nathan Cockett Rick Alig

RETENTION BONUS

53931
53363
$3,195
$3092
$3023
$2864

Derek Sandilands Rick Alig $1,943
Andrew Rossberg — Richard Rut $1,990
Diana Fenrich Joseph Manone 51.929
Jason Wooten EdOrell $1,925

Dean Beaucage ^ LamyGeneser $1902
Mark Matthews HancockBoes — $1885
ChrisHemandez Scott Smith $1,872
Madlyn Woodyard David Солеп $1872

Michael Garcia Eric Gigione $1813
Marc Rosen Eric Gigione 351807
Moneesha Smith Eric Giglone —— $1796
ames Sena Robert Patterson 51794
Marlon Underwood Scott Smith 51788
Pablo Pirela ‘Scott Smith $1,781
Brian Andres Lary Geneser 51772

Samuel Cohen EncGigione $1,772
Lawrence Ohms Geneser-Biman 51,768

Donald Cummings Richard Rutt $1,759
Kelly McDonald Jatot-Fot $1,755
Robert Seeber Joseph Manone — $153
Rajeev Arora Rick Alig $1,750
Allen Green. Richard Rutt 51750
Eric Tuttobene Duhon Oldham — $1745
‚John Rice К $1,740
Rebecca Rechek Joseph Manone — $140
Dino Amato Eric Giglone $1,731
Theodore Pappas Richard Rutt $1,695
Richard Sauer Eric Gigione 81,691
‘Stephen Momberg Rick Alig $1,684

Julie Aprahamian Joseph Manone $1,665

Theresa Zanowick Cohen-Hartman — $1664
Scott Remmey Eric Giglone $1861
Robert Stubblefield Steve Friedlander $1,661
Dale Cavestany Jatot-Foti $1,857
Brandon Richards Ed Orel

Julie Wells Viad Basov

Bruce Stanek Larry Geneser

Jessica Bergren ick Alig
Scott Rudolph —— RickAlig
Earnest Loveless David Cohen
Michael Perkins Jatot-Foti
Cathy Thompson Tyrone Conard

Ramin Maghsoud — Vlad Basov
David Ragland — — MattBumert
Edwin Jammer Камп Рамон
Eric Stuedeman Мас Zipper
‘Kim Wilhelm Rick tig

Rob Kohrmann Geneser-Biman
Juan Medina Jato Fat
Gary Ponting James Surace
Bobi Outten Rick tig

Jacquelyn Reid Geneser-Bilman
Gregory Jefters Ейс Gglone
Lindsey Elliott LaryGeneser
Francisco Perez Eric Giglone
Matthew Kernan Hancock-Boles|
James Schneider Scott Smith
Jason Непвоп GeneserBiman
Michael Grim Rick Alig

Camy Smith Tom Willams

SPOTLIGHT APRIL 2002 = WWWAILIFECOM

‘AGENCY
Christian Adams Ейс Giglone 51523
Louis Renaud Rickalig БЕЧ
Jeremy Muzzy GeneserBiman 51503
Vanessa Christian Lary Geneser $1502
Norbert Lopez Tom Willams $1501

Fick Alig E]

Gary Belt $1485

David Cohen $1461
Arthur Сайег Ози Cohen 51439
Jinzhou Zhao RickAlig $1400
Leandrew Alexander Bil Jennings $1419
Duane Roth Geneserüiman $1417
Rigoberto Pedroza David Cohen — $1410
Andrew Fike Rober Glover $1410
Dallas Dixon GeneserBiman — $1401
Margaret Hammond Furer-Whiinghil — $1401

Lary Geneser $1302

Witerbach Ostrovsky $1392

Witerbaoh-Ostovsky $1,302

Robert Smith 51301
Ayan Stenglein — БОКА БЕЛ
Derek Frey Bil Jennings $130
Randall Seifert Larry Genesor 51387
Guy Рато David Cohen 5138
Jayson Cole Lary Geneser $1380
Mark Reddington Duhon Oldham — $1284
Emmanuelle Рато! DavdCohen 5179
Jean Brink Joseph Manone — $178
James Rosowsky Rick Aig БЕД
Michael O'Rourke — LaryGeneser 81.909
John Baloun ick Alig EE
David Thornton David Cohen 51366
Eugene Neider Lloyd Fitzgerald — $1305
Tim Oztungue Scot Smith — $1301
Kendra Roberts EieGiglone — $1300

El Gighone 51280
Robert Tiemey MarkHancock 51259
George Hays Hancock Вова 81250
Brett Hulme Robert Gover 51359
Diana Chamblee Lary Goneser — $1355
Meneluo Perakis Sootsmh — $1292
Michael Chen DavdCohen — $1352
Matthew Laird Blldemings — $126
Ronald Aiello Кәип Ранней $1,349
Ayan Hungate -Furer-Whitinghil — $1348
Alarm Wali Rick lg 51330
Eric Grier Eo Gigione 51338
Keith Zabrocki Мас $1337
Joshua Briscoe Ed Oral E
Lisa Donoghue Sieve Friedlander $1294
Michael Smith Robert Give 51228
Terrence Bruno Абама $1324
Wesley Bangs Aickälig $1219
Alan Waters Fick lig S1315
Nicole Molsby Scott Smith. 51301

Total Bonus Paid Out
$524,825

SUPERVISING AGENTS GENERAL AGENTS

X Dallas, TX Ft. Lauderdale, FL

@ Cyl MN 2 Eisen, N
Swansea, IL Edison, NJ |
March Production Month: $102 408 st Vr Ec Neal Month: $111,282 Net ALP Ei Neal
A, Saal]

Ridgeland, MZ

Oklahoma City, OK

MG
1. Kevin Surles $62,652 | $71,335 | 91 9 | david Zophin Ed Orell
March Production Month: $43,409 1st Yr. Gino Tanzil Month: $50,606 Net ALP Chad Roehrs 2. Danny Mayorga 45,703 45867 | 82 8 Tom Williams
3. Errol Doerr 36290 40570 | 88 6 | Wendell Bangs Rick Alig
Name 1st Year Net | NG | Rin | étstYr MGA SGA 4. Tim Thompson 32013 42830 37] 2 Robert Smith
Agent ALP Agents 5. John Baldo 30,443 33613 | 95 $ Eric Giglione
rear TEN : Wise Octo t Bran Schar moe | mam па| 5 | Groen Pane Hancock-Boles
2. Zenolha Gardner 29,727 3854 | 91 4 | Eric Neal Geneser-Bitman SA LET 2020 84 M 8i || Bem COLS
Sete et wer | mue low А ребро 8. Byron Watson 29,206 40251 | 87 5 | settey Dinocento | Eric Gigione
4, Mark Hart 18,530 24364 | 92 2 | Leanne Hughes | Eric Giglione le s ^ Pres Eur e en s Daniel pad ven Bill Jennings
5, Steven Вай! 14,712 21,303 | 88 5 Hughes-Parekh - James Bed . 5 Steven Jakubczal Scott Smith

TO Production YID: $489,120 Ve Ei eal YID: $864,020 Net ALP
YTD Production YTD: $142,726 1st Yr. Vladimir буа YTD: $237,992 Net ALP Vladimir Opra [TE Ta Year Net NG I Rm | Hs MGA SGA
| АР
Name] їйї | Nel | NG Гаа Jair] MGA EN ысы en
Kevin Su ? E avid Zophin re
ALP =. Kevin Surles suem | $133,326 | 91 9 | David Zophi d Orell
le y * 2, Danny Mayorga 109,016 121,836 82 8 Tom Williams
m EUER James p b ы 4 Witienbach-Ostroveky] "3. Errol Doerr 94,853 120,380 | 88 6 Wendell Bangs Rick Alig
2, Pater Hamm 0215 Eds i | we Ere Giotone * 4, James Beck 76,587 91,755 707 | 6 | Steven Jakubezak Scott Smith
So denota ا‎ NS es. | Ж itt Nia ба * 5. Byron Watson 65327 90048 | 87 5 | Jeffrey Dinocento Eric Giglione
4, Loreen Baloun 36,101 52800 | 78 2 | ia отом Rick Alig ee ni mex | a кє | Bence ene
Sale fete Seale ИВО 2 кее 7. Marlon Underwood! 54,652 | 1120% | ee 6 | Paul Lund Soott Smith
Serving Agent lection guideline for recognition nthe рор! area follows: Must have оле Fst Year Agent eodd and met al producto requirements. 8. Earnest Loveless | 57513 79,928 744 | 3 | EikGraham David Cohen
9. Tim Thompson. 56,806 68,468. 715 2 Robert Smith
10. Steven Greer 52,542 88530 | 94 з | Paul Rumbuc Durhon Oldham

General Agent selection guidelines for recognition in the Spotlight are аз follows: Must ave two First Year Agents coded and meet ай production requirements.

10 SPOTLIGHT APRIL 2002 = WWWAILIFECOM SPOTLIGHT APRIL 2002 = WWWAILIFECOM m

Rochester, NY

Edison, NJ
5, Wendell Bangs
Crystal, MN

Woodridge, IL

9, Steven Jakubezak
Woodridge, IL

Fairview Heights, IL

Los Angeles, CA

б. Stephen Ross
Auckland, NZ

8. Melinda-Rae Lyse

Calgary, AB

10. Kevin Bukatman
Plymouth Meeting, PA

SPOTLIGHT APRIL 2002 = WWWAILIFECOM

Name M
1. Paul Rumbuc $144,985
2. Eric Neal 125,016
3. Jeffrey Dinocento 108,057
4. David Iriye 77,839
5. Wendell Bangs 73,666
6. Stephen Ross 63,404
7. Eric Nichols 62,253
8. Melinda-Rae Lyse 61,520
9. Steven Jakubczak 60,792
10. Kevin Bukatman 60,341
11. John McCreary 60,053
12. Vladimir Орга 54379
13. Wayne Hendricks 53,564
14. Stoven Lee 53.056
15. Theodore Pappas 52,388
16. Christine Hartman 52333
17. Scott Sonnenberg 51,648
18. Leanne Hughes. 51,577
19. Brian Waller 50304
20. Lawrence Hauck 49,565

133,550
132,787
79,204
84611
74,108
77510
80,428
71221
64678 | 87
59,976
56,766 | 82
79,611
78,487
61,807
72,749
60,410
61,039
53,383
62,005

785
68.2
697
744
73
709
705
697

723

799
69.8
852
68.9
65.1
649
649
756

Month: $190,653 1st Yr. Slav Bitman Month: $236,811 Net ALP Ed rell
Net ALP | NG К
$144,985 78. 2 Durhon 0!

Geneser-Bitman
Eric Gigllone
David Cohen
Rick Alig

Steve Friedlander ү
Scott Smith

Rick Altig

Scott Smith

Eric Giglione
Furer-Whittinghill
Larry Geneser
Joseph Manone
Rick Alti
Richard Rutt
Cohen-Hartman
Larry Geneser
Eric Giglione
Scott Smith
Steve Friedlander

YTD Production

Tu

* 1. Paul Rumbuc. $427,306
* 2. Eric Neal 309,188.
* 3. Jeffrey Dinocento 288,601
* 4. Wendell Bangs 222,787
* 5. David Iriye 208,053
6. Christine Hartman 176,849,
7. Stephen Ross 176,635
8. Steven Jakubczak 173878
9. John Akers 154,258
10. Leanne Hughes 147,790
11. Акай Nulman 145408
12. Lee Conti 143,668
13. John McCreary 143,101
14, lija Orlovic 141,939
15. Theodore Pappas 131,810
16. Steven Lee 130,281
17. Melinda-Rae Lyse 127,920
18. Kevin Bukatman 126,815
19. Brandon Geneser 126419
20. Scott Sonnenberg 125,026

$421,306
336,104
374,954
256,131
221,540
246,093
206,811
213,181
154647
171,811
165346 | 90
162,524
146248
158381
142,070
174973
204,096
138,637 | 87
157200 | 87
145,374

Durhon Oldham
Geneser-Bitman
Eric Giglione
Rick Altig

David Cohen
Cohen-Hartman
Steve Friedlander
Scott Smith
Chris Lafond
Eric Giglione
Larry Geneser
David Cohen
Furer-Whittinghill
Altig-Martyn
Richard Rutt
Rick Alig

Rick Aig

Eric Giglione
Larry Geneser
Larry Geneser

Master General Agent selection guidelines for recognition in Ihe Spotight are as follows: Must have four First Year Agents coded and meet al production requirements.

SPOTLIGHT APRIL 2002 в WWWAILIFECOM

Paul Rumbuc
$10,674

David Iriye
$8,452

Jeffrey Dinocento
$8,363

Eric Neal

$7,796

Lawrence Hauck
$6,829
Melinda-Rae Lyse
$6,729

Theodore Pappas
$6,701

John McCreary
$6,158

Vlad Opra

$5,825

Robert Delesky
$5,340

Leanne Hughes
$5,151

Brian Waller
$4,384

James Logan
$4,372

Wendell Bangs
$4,053

Gary Selesky
$4,025

MANAGEMENT BONUS

Monthly Management Bonus
65 Percent and 70 Percent MGA Contracts
57.5 Percent GAs Coded Under MGA

March Bonus Qualifiers

Wayne Hendricks Raymond Seale David Wang
$3,949 $2,179 $966

Dan Phillips Kevin Bukatman John West
$3,856 $2,062 $960

Tony Sutton Jonathan Saluk Lisa Donoghue
$3,614 $1,968 $834

Steven Jakubezak Barbara Leader Brian Schaefer
$3,593 $1,946 $777

Erik Graham Daniel Blair Shawn Kuntz
$3,422 $1,908 $754

Jeff Churchfield Stephen Ross. Paula Cooper
$3,397 $1,610 $749

Gregory Parlee Lee Conti Christine Hartman
$3,167 $1,540 $747

Anthony Zuppe Charlotte Braddon Jason Danielson
$2,976 $1,369.

Robert Olson Paul Lund. Steven Greer
$2,797 $1,360 $590

Mathew Hart Steven Edgell Byron Watson
$2,685 $1272 $584

Andrew Fike Timothy Collier James Beck
$2,492 $1247 $576

Arkadi Nulman Heather Schurr Errol Doerr
$2,378 $1,239. $530

Eric Nichols Gordon Reddin Barry Deardorff
$2,294 $1,229 $443
Fletcher-Taylor Bill Devine Dallas Dixon
$2,291 $1,107 $403

John Hancock Derek Hartley Marc Rosen
$2,280 $1,079 $364

Total $176,305

SPOTLIGHT APRIL 2002 = WWWAILIFE.COM

Olaf Johnson
$320

Darren Austin
$320

Edward Evans
$313

Antonio Walker

1

Peter Novellino
$302

Derek Sandilands
$295

Hal Herman
$279

Abraham Kim
$277

Marlon Underwood

Dorian Oldham
$266

Narinder Dhillon
$231

RECRUITING _

Have You Ever Been Fishing?

Thave to admit this is a very strange way to introduce
the subject of recruiting. But lets stop a minute and
think about how fishing and recruiting actually have
a lot in common.

When you go fishing, you can either go out with the
hopes of catching something, or you can really make
adiligent effort to

Whatever technique you decide is appropriate for
your Agency, it is still important to make the most of
your time with prospects. Here is a list of talkie
points you can bring up at your informational "
meetings or in your one-on-one interviews to grab
prospective recruits’ attention:

e Integrity in practice

catch a lot of fish. You
might say you could
approach fishing either
like a recreational
activity or a sport.
Besides determining
where you are going to
fish, you need to decide
whether you are going
to use a pole to catch
one fish at a time, or
use a net to catch

FROM THE DESK OF:
Bo Gentile
National Recruiting,

"Who you [recruit] is not determined by what you
want. It is determined by who you are.”

+ Quality training available

e Product variety

e Production rewards

+ Management opportunities
e High income potential

e Outstanding bonus programs
e Proven marketing programs
e Flexibility

Director

Recruiting is an essential
component to the longevity of
any company. This is why it is

— John C. Maxwell
important not to get into the

multiple fish all at
once. If you are a recreational fisherman, then the
pole may be just what you want. However, if you are
trying to make a living by catching fish, a net in the
right spot can keep you in business.

So, how does this compare to recruiting? If you are a
recreational recruiter using the “pole technique,” you
are limiting your recruiting power. But, since we are
in the business of recruiting, you should be using a
“net technique,” or you will have a problem meeting
your Agencies’ goals. As producers we recruit, train,
and sell, so by using the “net approach” you can
provide basic information to more than one person,
and save time in the process. It is also essential to
consider using multiple recruiting methods.
Additionally, you may want to consider developing
more of a daily proactive recruiting program.

habit of starting, then stopping,
your recruiting efforts and expect to find both the
quantity and quality you need. If you are the type of
recruiter who gears up to recruit one or two people,
then stops to see what will happen, you will
experience a poor turn-around on your efforts. In the
long run, it is the steady recruiter who will see better
performing recruiting efforts. People who prove to be
successful in recruiting, recruit daily and never stop
their recruiting activity. You should be constantly
seeking out new candidates at all times. When you
do this, you will find the quality and quantity you are
looking for. If you learn to develop the habit of
accepting recruiting as a job rather than approaching
it like a recreational activity, we will all benefit!

SPOTLIGHT APRIL 2002 = WWW.AILIFE.COM 15

16

STATE GENERAL AGENTS

апу Gensser

Category I

MARCH Proven YEAR TO DATE PRODUCTION
1st Yr 1st Yr
Larry Geneser $306,331 — $108,000 675 $990,
Eric Giglione. 402216 168,000 2 532652 655
Scott Smith 403734 216.000 — 187 594,495 674
Rick Alig 681,788 456000 — 145 1,154,867 689
David Cohen 177,465 144000 123 311,670 732
Ed Orell 125609 — 120000 — 105 — 132,141 64.5

MARCH PRODUCTION YEAR TO DATE PRODUCTION

Ea [nme lear ve] mo | it [sn non

$144,985 — $72000 — 201 5144985 789 _ 5425,44 $216000 197 — $425,442

Category 11

Durhon Oldham

Tom Williams

MARCH PRODUCTION

1st Yr 1st Yr
[EL [ovr] ar em | oe

Category Ill

Tom Williams $129,503 216 — $163820 $402,086 — $180,000

Marc Morton. 108,134 n] 180 131247 Dt H 310866 180,000 173 395693
Mark Hancock 77895 60000 180 98476 649 176660 180000 98 240,026
‚Cohen-Hartman 76625 60000 128 — 198942 702 221465 180,000 123 382538

SPOTLIGHT APRIL 2002 = WWWAILIFECOM

STATE GENERAL AGENTS

YEAR TO DATE PRODUCTION

1st Yr ot |
Agent |Standard | Sigrg | Net ALP

$177,952

190,735
123,769
187,941

89,036

(21 апу Geneser & Slav Biman

MARCH PRODUCTION

YEAR TO DATE PRODUCTION
Net ALP

$312,171 872000 434 — $397,144
684 203194 108000 188 247,121
660 91257 108000 84 103530
541 93458 108,000 87 186965

YEAR TO DATE PRODUCTION
1st Yr 1st Yr
Anl Agent |Standar E Net ALP
$36,000 147 $51841 5133583 $108,000 124 $164,259
72000 106 106138 86 30040 204000 60 222,172
Witenbach-Ostrovsky — 49664 — 48000 103 57,755 89 187620 182000 104 150418

MARCH PRODUCTION

SPOTLIGHT APRIL 2002 = WWWAILIFECOM

The

The "Magnificent Seven”, a group of disparate

cowboys with a common vision, inspi

INSIGHT

Magnificent Seven

council who will lead the AIL charge as front runners
ired the theme in supporting our primary market of organized labor.

“Let's ride.” The“ Magnificent Seven” were a group The PR, Leadership Council will advise the

of individuals who collectively stood

and doing the right thing. They came together to

for truth, justice Company on overall market strategy and political
planning, as well as provide field training and

accept a challenge of protecting poor and vulnerable mentoring for all new PR. Representatives.

peasants from being robbed by a notorious group

of bandits.

The first meeting of the Р.К. Leadership Council took
place in Chicago during the

A modern day
“Magnificent Seven”
might find themselves
engaged in similar battles;
standing in solidarity
against companies like
Enron who rob workers of
their hard earned
pensions, They would
stand against corrupt laws
that unravel OSHA
standards on ergonomics,

“The bitter and the sweet come from the outside,

the hard from within, from one's own efforts."

Teamsters Inauguration and
Womens’ Caucus Meeting, and
was attended by American
Incomes top PR. Producers
and Managers: Debbie Enstedt,
Chuck Hill, Laurie Onasch,
Patti Morgan and Rona Spano.

The PR. Leadership Council's
impact can already be felt.
Through strategic positioning,
AIL’ presence at both The
Union Industries Show and The

FROM THE DESK OF

Denise Bowyer
Vice President &

National Director of
Public Relations

— Albert Einstein

or limit the workers rights to organize under TEAM pulse Trades Legislative Conference, held the second

acts. Through modern day political action, they
might assist in trying to replace the sheriff of the land,
who places bosses interests over worker

through unfair tax cuts and the priva
social security,

Our "Magnificent Seven" at American Income does
all these things and more! Our "Magnificent Seven",

a.k.a. the PR. Leadership Council, is

week of April, was strong. Both were an
overwhelming success. AIL collected over 300 cards

"interest at The Building Trades Show alone!
tion of

It is evident that when we are all at the forefront of
fighting for truth, justice and doing the right thing,
we will soon become known as the Magnificent

Company, and to that I say, "Let's ride!’
a newly formed

SPOTLIGHT APRIL 2002 = WWWAILIFECOM

PR BONUS

Brenda DiSomma

Darrell Dorey $825
Robin Denham $825
Richard Case. $825
Marjorie Wade $787
Becky Cutler $750
Patti Morgan $750
Casandra Robinson $750
Rona Spano $750
Anthony Gentili $750
Terri Hobson $683
Leo VanDenBussche $550
Kenneth Altizer $550
Joseph Ward $525

Malika Arony
AI Wall

Anat Cohen
Cynthia Lebrun-Yatfe.
David Blaisdell
Jenny Williams
Richard Meshulam
Vivian Dwyer

Laurie Onasch

Nancy Rising

Tracy Smith
William Verbelen
William Gibson
Erica Dalager
Ayanna Prendergast
Suzanne Powers

David Provencher

$15,215

Robin Denham

Brenda DiSomma

Lydia Hovanski

Rona Spano

Laurie Onasch

Malka Arony

Anne Bowyer

Erica Dalager

Richard Meshulam

SPOTLIGHT APRIL 2002 = WWWAILIFECOM

irst Quarter Qualifiers

_РЕ REPRESENTATIVES __ .. PR REPRESENTATIVES _

March Production YTD Production

PR Manager PR Manager No. Cards PR Manager No. Cards SGA
- 1. Debbie Enstedt 10,264 | Rick Altig “1. Debbie Enstedt 45,115 | Rick Altig
Debbie Enstedt 2. Malka Arony 4,120 | Cohen-Hartman *2. Malka Arony 7,537 | Cohen-Hartman
Winnipeg, MB 3. Charles Hill 2,085 | Jatoft-Foti 3. Charles Hill 6,222 | Jatoft-Foti
All Time PR Card Production Record
Month: 18,960 cards Anthony Gentili YTD: 61,879 cards Denise Bow
Category A No. Cards Category A No. Cards SGA
Category А: 1. Anthony Gentili 6,578 | Chalom & Altig “1. Brenda Disomma | 9,674 | Eric Giglione
2. Rona Spano 5710 | Scott Smith *2, Anthony Gentili 8.059 | Chalom & Aig
Anthony Gentili Rona Spano 3. Brenda DiSomma 3,980 | Eric Giglione *3, Robin Denham 7,841 | Larry Geneser
Toronto, ON ‘Woodridge, IL 4. Robin Denham 3,562 | Larry Geneser 4, David Blaisdell 6,999 | Rick Alig
& 5. Terrie Hobson 2,600 | Larry Geneser 5. Manon Brulotte 6,524 | Rick Alig
7
Category В No. Cards SGA Category B No. Cards SGA
1. Malka Arony 2,336 | Cohen-Hartman *1. Lydia Hovanski 7,481 | Allan Jennings
2. Laurie Onasch 2,091 | Manone & Altig ^2. Laurie Onasch 5988 | Manone & Alti
3. Cynthia Lebrun-Vaffe| 1,527 | Matt Blumert *3. Malka Arony 4,139 | Cohen-Hartman
4. Jamie Surace 1,349 | James Surace 4. Sandra Johnson 3354 | Gary Bleier
5. Sheryl Salakas. 1,280 | Lisa D'Amico 5. Kenneth Altizer 225 | Marc Morton
Malka Arony Laurie Onasch
Phoenix, AZ Menomonee Falls, WI
Ш ——
P Month: 119 groups Darrell Dorey YTD: 330 groups Darrell Dorey
Category C No. Groups Category C No. Groups
1. Darrell Dorey 114 | Ramin Kouladji *1. Darrell Dorey 188 | Ramin Kouladji
2, Casandra Robinson әз | Altig-Martyn “2. Patti Morgan 39 | Schroeder & Basov
Category 3. Marjorie Wade 18 | Ryan Whitley *3. Richard Case 36 | James Surace
4. Richard Case 17 | James Surace 4, Terrie Hobson 32 | Larry Geneser
Darrell Dorey Casandra Robinson 4. Patti Morgan 17 — | Schroeder & Basov 4. Marjorie Wade 32 | Ryan Whitley
Halifax, NS London, ON 4. Joseph Ward 32 — | Geneser-Bitman

Category А = SGA categories one and two. Category B = SGA categories three, four ve and sk. Category С = Top number of contracts signed from all SGA
categories. Public Relations Manager selection guidelines for recognition in the Spotlight аге as follows: Must have two PR Representatives coded and meet all
production requirements.

20 SPOTLIGHT APRIL 2002 ш WWWAILIFECOM SPOTLIGHT APRIL 2002 = WWWAILIFECOM 21

COMMUNITY INVOLVEMENT

MONETARY DONATIONS

ark Hancock Agency Nick Nitkowski Agency
© Contributed $150 to the Indiana Democratic Partys * Contributed $1,000 to the Louisiana AFL-CIO Emile J.
Annual Dinner. Bourg Sr. Scholarship Fund.
® Donated $100 to the Greater Indianapolis Central Labor ® Sponsored the Plumbers Local 60 Fishing Rodeo for $300.
Council for a dinner honoring Dave Dreyer, LIN Sey сада
® Contributed $100 to the A. Philip Randolph Institute * Donated $100 to the New Mexico Federation of Labor
Annual Dinner. Retirees Luncheon.

© Donated $100 to the Indianapolis Fire Fighters Local 416 ® Contributed $100 to Musa
for a Safety for Kids coloring book.

Dystrophy.

1 Wittenbach-Ostrovsky Agency
© Gave $1,000, along with 20 other SGAs, to the IUE * Donated $100 to the Mississippi AFL-CIO.
District No. 8 Scholarship Fund.
Manone & Bleier Agenci
© Contributed $1,000 to the AFSCME Council No, 40

Annual Scholarship Fund. Total $
+ Donated $1,000 to the AFSCME Council No. 24 Jim Boyd 9,050 ,

Memorial Scholardship Fund.

OTHER DONATIONS

Mark Hancock Agency * Hosted a reception for A. Philip Randolph
ed 35 boxes of food for laid-off members of the
metal Workers Local 20 in Indianapolis
Wittenbach-Ostrovsky Agency
* Contributed door prizes for the Anderson Tully Credit
Union Banquet.

* Hosted the AFL-CIO Convention for union delegates
from Mississippi

AROUND AND ABOUT AIL

Jesse Martin was honored at the Louisiana AFL-CIO Labor Hall of Fame
Dinner. Jesse worked at American Income for 27 years us a PR.
Representative- During his tenure at AIL Jesse advocated AILS support of
union causes throughout the country. Seated left го right: (back row) Nick
Nitkowski, SGA New Orleans; Tom Williams, SGA Florida; Bill Boyle, PR.
Reps (front row) Patti Morgan, PR. Rep; Jesse Martin; and Denise Bowyer

Roger Smith is pictured with Jimmy Hoffa Je,
President of the Teamsters Union.

22 SPOTLIGHT APRIL 2002 = WWWAILIFECOM

A>OUZOT>O NOON

Thursday, Apri 25
Friday, Apri 26
Monday, April 29
Tuesday, April 30

Monday, May 27
Tuesday, May 28
Wednesday, May 29
Thursday, May 30
Friday, May 31

Tuesday, June 25
Wednesday, June 26
Thursday, June 27
Friday, June 28

Thursday, July 4
Friday, July 26
Monday, July 29
Tuesday, July 30
Wednesday, July 31

Tuesday, Aug. 27
Wednesday, Aug. 28
Thursday, Aug. 29
Friday, Aug. 30

Monday, Sept. 2
Wednesday, Sept. 25
Thursday, Sept. 26
Friday, бер. 27
Monday, Sept. 30

Friday, Oct, 25 and Monday, Oct. 28
Tuesday, Oct. 29

Wednesday, Oct. 30
Thursday, Oct. 31

Friday, Nov. 22 and Monday, Nov. 25
Tuesday, Nov. 26

Wednesday, Nov. 27

Thursday, Nov. 28 and Friday, Nov. 29

Friday, Dec. 20 and Monday, Dec. 23
Tuesday, Dec. 24 and Wednesday, Dec. 25
Thursday, Dec. 26

Friday, Dec. 27

Monday, Dec. 30

‘Tuesday, Dec. 31

SPOTLIGHT APRIL 2002 = WWWAILIFECOM 2

April

All business must be mailed to the Home Office

All business must be AT the Home Office o be guaranteed for April.
Business received this day is NOT guaranteed for April

End of Month — business received this day is NOT guaranteed for April.
May

Home Office holiday

AI business must be mailed to the Home Office

АИ businéss must be AT the Home Office to be guaranteed for May
Business received this day is NOT guaranteed Гог May

End of Month — business received this day is NOT guaranteed for May
June

AI business must be mailed 16 the Home Office

All business must be AT the Home Office to be guaranteed for Jun:
Business received this day is NOT guaranteed for June

End of Month — business received this day is NOT guaranteed for June
July

Home Office holiday

All business must be mailed to the Home Office

All business must be AT the Home Office to be guaranteed for July
Tusiness received this day is NOT guaranteed for July

End of Month — business received this day iy NOT guaranteed for July
August

АЙ business must be mailed to the Home Office

AI business must be AT the Home Office to be guaranteed for August
Business received this day is NOT guaranteed for August

End of Month — business received this day is NOT guuranteed for August
September

Home Office holiday

A) business must be mailed to the Home Office

All business must be AT the Home Office te be guaranteed for September
Business received this day is NOT guaranteed for September

End of Month — business received this day is NOT guaranteed for September:
October

All business must be mailed 1o the Home Office

All business must he AT the Home Olfice to be guaranteed for October
Business received this day Is NOT guaranteed for October

End of Month — business received this day is NOT guaranteed for October
November

All business must be mailed to the Home Off

All business must be AT the Home Office 10 be guaranteed for November
End of Month — business received this duy is NOT guaranteed for November
Home Office holiday

December

All business must be mailed to the Home Office

Home Office holi

All business must be mailed to the Home Office

All business must be AT the Home Office to be guaranteed for December.

Business received this day is NOT guaranteed for December
End of Month — business received this day is NOT

varanteed for December